Sales Emergency – Differentiation for Tour Guides. Today’s sales question comes from Halil. Hi victor thank you very much for your wonderful videos.l have a local travel agency in Turkey/Alanya and we are selling daily tours around the city to the tourist who visiting alanya. Our problem is that all travel agencies in alanya selling same tours and working with same services provider thats why convincing the customer is very difficult .in this situation which strategy must l use? Can you suggest some? I’m good seller but I am open to learn every tactic :)﻿

Victor Antonio: Great question! I would start by asking myself, “What are tourist really concerned about?” and then focus on finding ways to differentiate yourself there. For example, I’ve never been to Alanya and one of my concerns would be, will the tour guide speak English well (or just barely understandable) and how educated are they on the town/city’s history.
So, I would tell potential buyers (I will exaggerate for effect here) that OTHER tour company have guides who speak little English and they will not learn anything from someone they can barely understand.

THEN, You will promote how your Guides are fluent in both formal and conversation English (ADVERTISE: TOUR GUIDES WHO SPEAK PERFECT ENGLISH).

And, other tour companies don’t TRAIN their guides on the history of Alanya but your company makes requires all guides to pass a “strict” exam (test) in order to get certified to be a tour guide. That’s why you’re better. (ADVERTISE: OUR GUIDES OUR CERTIFIED HISTORIANS ON THE HISTORY OF ALANYA) Get the idea? 🙂 ﻿Video Rating: / 5